Chinese conflict preferences and negotiating behaviour: cultural and psychological influences

Document Type


Publication details

Kirkbride, PS, Tang, SFY & Westwood, RI 1991, ' Chinese University of Hong Kong', Organization Studies, vol. 12, no. 3, pp. 365-386.

Published version available from: http://dx.doi.org/10.1177/017084069101200302

Peer Reviewed



Chinese perceptions and approaches to conflict resolution and thus affect Chinese negotiating behaviour. An attempt is made to illustrate salient cultural values and orientations, and empirical data is used to identify Chinese conflict preferences. The extent to which both these cultural values and conflict preferences have shaped a distinctive Chinese negotiation style is then examined.